Job Description
Job Purpose
The purpose of this job is to plan Area Sales Manager and business growth with the Lead (UBS) and meet stated targets considering local variances and competitive dynamics.
Create and manage Home Loan sales at respective region to develop new relationships by originating leads from and manage Ultratech Channels like (Ultratech Depots, Dealers, and Ultratech Business Solution Dealers) through SRO / RO.
To identify and develop new locations, micro market for Informal and small ticket Home Loan.
To develop and manage a team of Senior Relationship Officers and Relationship Officers across the area mapped to develop business: The product portfolio includes Home Loan This role takes joint approval decisions with Risk counterpart as per approval matrix, and partners with Risk, Operations and Sales Goverce teams to ensure portfolio health.
It supports business profitability by identifying and addressing underperformance, adopting/ proposing process improvements, capitalizing on channel optimization opportunities, etc. It serves as a point of escalation for specific cases/ exception handling and supports the removal of bottlenecks at the regional level. It also drives crossselling across ABHFL and ABFSG products/ solutions in the region as per agreed zonal plans and unique client requirements
Job Context & Major Challenges
Key Aspects:
The UBS vertical provides longterm Home Loan by originating leads through UltraTech Channels and Open Market customers for Small ticket Home Loan and Informal Lending.
Providing housing fice (to buyers), Loan against Property, Commercial Property Purchase, Lease Rental Discounting and Construction Fice (to builders) solutions, ABHFL caters to a diverse range of customer segments through its various service offerings. Additionally, being predomitly retail driven, the business is characterized by high volume of loan transactions and customer relationships. As a result, ABHFL business performance is strongly impacted by people, process and organizational efficiencies, alongside core business drivers such as product/ solution quality, channel and customer relationship management and risk management.
Key Challenges
To create a sales operating plan with the team, considering local factors impacting business, such as competitor presence, existing relationships, new prospect opportunities, etc., aimed at achieving sales targets
To grow market share as a new brand against established competition, overcoming competitive pressures to create book of desired size for the branch/ city
To constantly upgrade ficial & operational know how of self and team members on industry dynamics, effective negotiation and relationship building, and efficient loan processing for maintaining lasting relationships with customers while ensuring portfolio health and profitability
To ensure loan conversion/ sanction/ utilization percentages are high and an appropriate sourcing funnel is built to meet targets
To ensure credit quality and effective portfolio selection/ prescreening thereby minimizing potential NPAs
To ensure compliant sales operations at all times, despite sales pressures and market cycles
Enabling Skill Sets & Qualifications
Critical skill sets required to meet these challenges include business and commercial acumen, team management and communication, execution skills, productmarket understanding, and operations integration & controlling skills.
Education & experience required to fulfil this profile are a postgraduate with minimum 6 8 yrs of total sales experience in the Banking/ NBFC space, of which at least recent 3 4 yrs experience should be in HFC sales.
Key Result Areas KRA (Accountabilities) (Max 1325 Characters) Supporting Actions (Max 1325 Characters)
- KRA1 Branch Sales Planning & Management Work with Regional Sales Manager on devising the branch sales plan and team approach for achieving targets, considering productenvironmental factors, competitive forces and local trends, and cascade the same to the branch team(s)
Track industry and market developments, scanning the local market and competitive offerings on a periodic basis
Oversee end to end branch operations and performance, covering all aspects such as sourcing, effectiveness, goverce, productivity, channel management, etc.
Report on and direct teams basis emerging trends and opportunities
Manage daytoday branch operations and administration
Provide data for, compile and review periodic MIS reports for disbursements, profitability, NPAs, market expansion, etc. and communicate to Regional Sales Manager ABHFL as well as to team members - KRA2 Customer Acquisition/ Engagement Identify local business growth opportunities, drive expansion and new customer acquisition initiatives to create a book of targeted size
Work closely with team members, handholding critical/ complex transactions to ensure favorable closure with customer satisfaction
Communicate sales targets and provide team members clarity on business goals, role expectations, product characteristics and USPs to enhance effectiveness of sales efforts
Track cases in the complaint tracker/ escalations received, liaising with relevant stakeholders as required to drive satisfactory closure
Deploy efforts/ initiatives in consultation with Regional Sales Manager ABHFL, arising from customer satisfaction survey and resulting NPS (Net Promoter Score), targeting identified focus areas
Propose and deploy approved solutions and schemes to drive sales and enhance profitability, ensuring dual focus on sales expansion and cost optimization
Serve as a point of escalation and manage customer complaints/ grievances effectively, intervening especially for key relationships - KRA3 Operational Effectiveness To drive adoption of efficient business processes/ operations across the Customer Lifecycle (Sourcing, Approval, Servicing, Collections)
Manage local distribution across channels, interfacing with senior/ critical partners/ stakeholders as required for smooth operations
Drive process efficiencies and faster TATs through interfacing with stakeholders across processes and functions (Risk, Operations, Sales Goverce) and efficient operations
Drive high performance by reinforcing focus on business and sales growth objectives, effective client engagement, monitoring sales operations and productivity metrics, and providing support and guidance as required
Drive the implementation of improved processes and best practices in order to enhance operational effectiveness, productivity and overall business impact - KRA4 CrossSelling across ABC products Drive activities and initiatives in the team as per crossselling strategy agreed with Regional Sales Manager ABHFL
Drive alignment to the adopted CrossSelling strategy by supporting team members with requisite communications, training, guidance, etc. as required - KRA5 Team and Internal Stakeholder Management Guide and develop team members for enhanced customer acquisition and engagement efforts, helping them achieve superior performance standards and handholding where required
Nominate teams for relevant technical and behavioral trainings/ seminars and work on selfdevelopment initiatives
Proactively liaise with internal stakeholders for smooth crossfunctional coordination and alignment towards achievement of business objectives - KRA6 Portfolio & Risk Management Work with the Risk, Operations and Sales Goverce teams to ensure adherence to risk management and control mechanisms
Support risk and review process through the credit approval process and by reviewing the loan sanctioning, disbursement process and documentation to ensure controlled operations
Review ficial risk via analysis of city/ branch operations MIS and Data Analytics reports
Drive compliant Sales Operations and sound risk management via partnership with Risk, Operations and Sales Goverce teams, and necessary communication and guidance drive timely PDD closures and collections
As part of Relationship Maintece with institutional customers, review reports on client accounts, business performance, etc. and liaise with Risk while guiding team on delinquency cases
Train and guide the team for alignment with adopted early alert strategies to reduce NPA risks and losses
Ensure systematic MIS on NPAs and credit trends, providing inputs on possible risks that could impact portfolio
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